Sales Performance Manager EMEA

Undisclosed Company
Berkshire, Reading
07 Oct 2016
04 Nov 2016
EMEA Manager
Manpower UK
Job Type
Sales Performance Manager EMEA

A global market leader in enterprise and mobile communications powering more than 2 billion business connections and 2 billion mobile subscribers every day, Mitel (Nasdaq:MITL) (TSX:MNW) helps businesses and mobile carriers connect, collaborate and provide innovative services to their customers. Our innovation and communications experts serve more than 60 million business users in more than 100 countries, and 130 mobile service providers, including 15 of the top 20 mobile carriers in the world. That makes us unique, and the only company able to provide a bridge between enterprise and mobile customers. For more information, go to and follow us on Twitter @Mitel

Role Description

The Sales Performance Manager (SPM) manages sales performance activity for the sales area of responsibility. Working within the Sales Operations team the SPM ensures that all aspects of sales performance are issued and reported on in a timely manner. Reporting to the Director Sales Operations, the SPM also works closely with sales managers, and Finance to ensure the appropriate policies, procedures, objectives and priorities are enabled within the sales area supported.
- Works with sales leaders and HR in developing and refining current and future sales compensation strategies and individual plans across the sales area of responsibility
- Works alongside key internal stakeholders to ensure all plans are effectively modelled, costed and aligned with strategy and budgets
- Ensures all sales target assignments and allocations are aligned with sales compensation plan strategy and objectives
- Working with sales leaders, HR and Finance to develop existing sales compensation schemes and planning strategies to ensure effective plans which are aligned to corporate objectives
- Working closely with colleagues in Finance and other business functions, to ensure that strategies and plans are effectively forecasted and financially deliverable
- Engagement and influencing of key stakeholders across the business, such as Sales, Product, Marketing and Finance to ensure plans drive the desired behaviour and deliver the required 'change' when appropriate
- Establish a suite of essential reporting and insights on sales compensation plan performance and incentive projections
- Provide thought leadership and ideas and plans for development of strategies from both internal and external perspectives
- Provide an initial position for decisions on discretionary payments and/or policy matters
- Be responsible for plan governance and compliance and to be the 'go to' person for decisions on all matters regarding compensation strategy and plans
- Support the Sales Operations Director as required on all aspects of this specialism
- Ensure timely issue of territory agreements and quotas as required
- Provide weekly reporting as to sales performance and quota attainment to sales leaders in the sales area of responsibility
- Work with Finance on the integration of sales compensation tools within the business
- Ensure Finance Compensation Calculation Team are aware of opportunities which require overlay payments to sales individuals

- Previous experience in the field of sales compensation and commission planning across various sales teams
- Analytically strong to ensure the detail and financials of such plans are robust and aligned with group cost and budgetary requirements
- Strong communicator/credible to stakeholders and key communities across the business
- Effective decision-making skills and to justify decisions with appropriate rationale and reasoning
- Effective negotiation and influencing skills across all levels of the business
- A passion and drive to help push 'cultural change' across the wider sales population
- PC proficiency
- Familiarity with various forms of software that support compensation planning and target allocation
- Familiarity with Salesforce CRM

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